Tips for negotiating your salary when a salary range is posted

You’ve come across a posting for your ideal job, and you’re all ready to apply. Then you see the posted salary, and it’s lower than you expected. Should you just say, “Oh, well!” and move on to the next opportunity? Not necessarily. You may have some “wiggle room” when it comes to a posted salary. Knowing how to negotiate a salary when a range is posted in the job description can make the difference between accepting the job you want and getting what you deserve. 

In this article, we’ll discuss:

• Should you accept the first salary offer?

• How do you politely say the salary is too low?

• How do you negotiate a salary when given a range?

• Dos and Don’ts for negotiating your salary

• Frequently Asked Questions

Should you accept the first salary offer?

If you’ve gone through the hiring process, you’ll probably get to the point where you’re willing to take anything the hiring manager offers you. But that would be a mistake, especially if it doesn’t quite meet your needs. In fact, most companies expect you to negotiate your salary. A survey by Fidelity found that 58 percent accepted the first offer, but 85 percent of those who made a counteroffer on the salary and/or benefits package got at least a portion of their ask. It's worth it to negotiate! Just make sure you've done your research and can articulate the value you'd bring to the company.

How do you politely say the salary is too low?

While you want to appear grateful for the opportunity, it’s important to advocate for yourself. You don’t want to come right out and say, “That salary is too low.” Ask for a bit of time to think it over. The company expects this, and then you will have a day or two to "get your ducks in a row." 

During this time, prepare your pitch. Don't just "wing it." Negotiating can be nerve-wracking and it’s helpful to know what you’re going to say in advance. Try a variation on the following: “Thank you so much for the offer. I am quite excited and intrigued by the position and the opportunity to work for such a great company. However, the salary is lower than I was expecting, considering my background and experience. I would be more comfortable if the amount was closer to $X, and I would really like to see if we can make this work.” 

The important thing is to be confident and courteous while expressing gratitude for the offer.  

How do you negotiate a salary when given a range?

Even when you have a range, negotiating can be challenging because you don't know how much the employer is willing to budge. Or, you get hit with the "How much are you expecting" question, which can be quite intimidating, even if you've done your homework. But a range does give you a good starting point. 

Here are five tips to negotiate your salary when you have a range:

1. Make sure the offered range is accurate

The range a company offers might not be the actual range. Some only provide a range between the 25th and 75th percentile of what the position actually can be paid, so what they're willing to pay might be higher than that, since they can pay even more for an in-demand candidate. The bottom line is that even with a salary range, there’s room for negotiation. You can use Career.io’s Salary Analyzer to get a better idea about what the salary range actually is (or should be) and to understand what your skills are worth in the current market. 

2. Take stock of your skills, strengths, and experience

It's important to know your value in the marketplace. Do an inventory of your skills and see how they line up with the job description. Also, make note of your accomplishments and achievements. If you know you have experience with the tasks and responsibilities the company is looking for, you can position yourself as a valuable candidate who is worth a salary at the top of their range.

3. Don’t offer your salary expectations too soon

If you’re a contender for a position, the recruiter might ask you what your salary expectations are. Don’t take the bait. You can ask them what they had planned to pay someone in that position, or that you’re interested in something near the top of the range, but you want to learn more about the position and the company first. The trick is to not lowball yourself and get stuck with a salary that’s less than what you’re worth. 

4. Shoot for the moon

Don’t be afraid to ask for something at or near the top of the range. The worst they can say is "no" and offer you something a bit lower. And if that works for you, great. You're probably getting more than if you hadn't negotiated. The key point here, though, is you have to have the data to back up your "ask." Come armed with key accomplishments, unique skills, and education to show them you’re worth the amount you’re asking for. 

5. Remember there’s more to compensation than just salary

You may find yourself asking for the top of the pay range only to be told that the company can’t match that. Don’t jump the gun and say no. They may be willing to offer other forms of compensation, such as bonuses, additional vacation time, relocation reimbursement, or stock options. All things considered, you might still come out ahead.

Do

• • Do your research so you can go into negotiations informed
• • Get everything in writing.
• • Consider other forms of compensation including PTO, benefits, or stock options.
• • Have confidence. You’re the one they’re offering the job to, after all!

Don't

• • Bring up the topic of salary. Wait for the hiring manager to mention it first.
• • Give a salary range in your application unless specifically asked for it.
• • Lie about your current salary.
• • Give the hiring manager an ultimatum.

Frequently Asked Questions

Should you always negotiate your salary if they post a range?

In general, yes. Unless the offer is much higher than you expected, you should see if you could improve upon it. 

Can you negotiate your salary via email?

You can, but it might be more effective to do it in person (or over the phone). Email doesn’t allow for much nuance, so you might miss out on some important responses.

What if the employer just won’t negotiate?

At that point, you have a decision to make. You can't force the issue, so you have to decide whether to take what they’re offering or walk away from the opportunity.

Can you negotiate after you’ve accepted the offer? 

Nope. You’re stuck with what you agreed to, and trying to backpedal might be taken as an act of bad faith.

Will the employer rescind the offer if you try to negotiate at the top of the salary range?

It's not impossible, but it’s highly improbable. Negotiation is a pretty common practice, and you won't be catching them by surprise. And if they do, you might want to count your blessings, as that might mean the company is prone to dubious practices and that's something you want to stay far away from.

If you need a little help with your job search process, check out Career.io’s Job Search Strategy tool, which will provide you with a clear roadmap, learn how to optimize your efforts, and position yourself to stand out from the crowd.

Key takeaways

1. Most companies expect you to negotiate your salary, even if a range is posted.

2. If the salary the company offers is too low, take a day to think about it, then come back with a polite and professional request to negotiate the offer.

3. Take into consideration other forms of compensation such as benefits, PTO, or stock options.

4. When making your counteroffer, aim towards the top of the salary range (depending on your skills and experience) and be prepared to meet in the middle.